UP251 FWIW Anatomy of a Deal

This is the second of our For What It’s Worth series in collaboration with Turnstile and is an opportunity to pick apart the reality of the sponsorship sales process on both sides of the negotiation table. To do this we’re pleased to welcome Celine Del Genes and Rob Grenville Jones.Celine is Global General Manager of Specialist Sports at Adidas and Rob is Commercial Partnerships Director at the English Rugby Football Union (RFU).  Joining us is Dan Gaunt, General Manager at Turnstile. This is a conversation about trust - how is this cultivated? How quickly can it be established? Ego, both personal and corporate. Intangibility - the role of gut feeling v rationality, head v heart; the role of emotion, and the under rated job of selling the deal to the board, and finally, how is a deal communicated to the general public via the media. How reliable are the prices quoted and what are the games that are played on both the buy and sell side of the equation.The first episode in the For What It’s Worth series (UP240) featured Juliet Slot, commercial director of Arsenal and is available to download for free, in the Unofficial Partner archive. And if you like sports business newsletters, you’ll really like the Unofficial Partner version, that goes to thousands of people across global sport every Thursday, sign up via the website. Unofficial Partner is the leading podcast for the business of sport. A mix of entertaining and thought provoking conversations with a who's who of the global industry. To join our community of listeners, sign up to the weekly UP Newsletter and follow us on Twitter and TikTok at @UnofficialPartnerWe publish two podcasts each week, on Tuesday and Friday. These are deep conversations with smart people from inside and outside sport. Our entire back catalogue of 500 sports business conversations are available free of charge here. Each pod is available by searching for ‘Unofficial Partner’ on Apple, Spotify and every podcast app. If you’re interested in collaborating with Unofficial Partner to create one-off podcasts or series and live events, you can reach us via the website.